December 2007
Art of NetworkingBe sure to set your printer to "landscape" mode before printing.
Art of Networking
The Tortoise, the Hare, and the Networking Race
Why the race-to-the-finish networker always loses.
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Too often, networking events are bursting with over-eager, over-promising, and over-budgeted individuals, all in a race to the finish line—the next person who might send some business their way. But there must be some thoughtful professionals mixing in the crowd! You can't be the only one. So how do you identify potential referral partners who will treat you as more than just a transaction?
Just remember the Tortoise is a more effective networker than the Hare. Slow and steady really does win the race! Can you spot your networking style?
» You are trying to decide which networking event to attend. There are many from which to choose—how do you determine which race to enter?
• Hare: I have a pretty full schedule. I guess I need to see which one fits in. It can't be too early in the morning, and Mondays are definitely out because it takes me forever to get my week started. Maybe in a couple of weeks I'll have more time. Oh heck, I'll just skip lunch tomorrow and go to the first one I see on the calendar. Better get this thing going before I get distracted!
• Tortoise: This is quite a list of events in my area. I think I'll call the chamber and ask for more information on each of these. Different professionals probably attend different ones, and I want to make sure I attend one that will attract the people I want to meet. If it meets my criteria, I'll build my schedule around it.
» Now that I've decided to attend, how should I prepare?
• Hare: I've packed my business cards and and my BlackBerry so I can schedule a follow-up lunch with everyone I meet. I'll be a 90-minute wonder!
• Tortoise: I have my cards and a pen, and I have invited a couple of clients to go with me. We met for coffee and shared the specific types of people we would like to meet. We have a plan already prepared—to focus on introducing each other rather than ourselves. It will be more effective if someone else is singing my praises rather than me, and I'm happy to return the favor to my clients. By doing this for someone else's benefit, I'm not nervous anymore!
» How do I actually network while I'm there?
• Hare: I have a goal! I brought 100 business cards with me, and I'm not leaving until I have passed them all out. That's the way to meet people and get my name out there! I've practiced my elevator speech so my pitch will roll smoothly off my tongue. I only have an hour and a half, so I'd better walk right up to people and start talking.
• Tortoise: Okay, my cards are in one pocket and my pen is in the other. I'm going to station myself by the door and greet people as they come in. I have three conversation starters prepared to get beyond the initial introductions: How did you get into your line of work? What do you love most about your job—other than working with people? And who did you come here to meet that I might be able to introduce you to? Helping other people get what they want definitely makes this whole networking thing easier!
» It's over! Now what do I do with the contacts I made?
• Hare: I have a pocket full of business cards and a few lunches already scheduled. I'm going to call all of these people right away. "Hello, Carl? This is Harey. We met at the networking event yesterday. You know—I was the one in the black suit? Oh, well maybe you would remember me better if we met for coffee. I'm scheduling meetings with a number of people I met yesterday, so you'll probably want to get on my calendar right away."
• Tortoise: I met a lot of people, four of whom really stand out as people with whom I would like to do business. I'll call them and see when we can schedule another meeting.
"Hello, Stan? This is Tori. We met yesterday at the networking event? Oh yes, I was happy to help introduce you to Austin. When you told me you wanted to meet a banker, I'm glad I knew just the person. I was calling to see if you would like to have lunch with Austin and me this week. We would like to get to know you and your company better. Are you available on Friday?"
» Help! I'm not an over-promiser but I am an over-budgeted networker, and the whole reason I network is to increase my revenue! How do I turn those contacts into contracts?
• Hare: I've made a list of individuals whom I would like to have as clients. Now I need to call the people that I met again and find out who they can introduce me to. Ask and I shall receive, that's what I always say!
• Tortoise: After several meetings, I have carefully developed a list of those people my new 'referral partners' would like to have as clients. Now I need to make some phone calls and create some introductions for them. If I hadn't asked whom I could help them meet, they probably wouldn't have cared about whom I want to meet. Now we each have lists to work on for each other. Ask and we ALL shall receive, that's what I always say!
A networking event doesn't have to be scary, and should be viewed as the beginning to some long and strong relationships. The key to real success lies in our approach. Instead of being a Race-To-The-Finish Networker, we should focus on how—and with whom—we are running. After all, the finish is always sweeter when we share it with others.
Stacy Luke is Executive Director of BNI Central Washington.
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Out of Line – Online!
I belong to several online networks. Recently, I got an email from one of the members whom I don't know, have never talked to, and was never directly connected to in any way.
He sent out an email to many people in the online community about a new person who just joined. In it, he said: "Letting her join was the biggest mistake you will ever make … she is a disaster, is totally unreliable, is a total liar. You … have been … conned," he concluded.
Wow, I was amazed that this "stranger" would send me this email. But the impersonal nature of online communications sometimes leads people to behave in ways they could never get away with in person! There are social mores that are easily bypassed when you are not looking someone in the eyes.
Whether you are dealing with face-to-face networking or online networking, the basics of etiquette and emotional intelligence should still apply. You have to be aware that when you are communicating on the Internet you are still dealing with real people. Even though you may feel very powerful because you can say things and send it out to many people it doesn't mean that you should or that it's appropriate to do so!
The ignoramus who sent me this email would never have the stones to talk about this person "personally" to all the people (including strangers) that he emailed, but he could do it behind the relative safety of the Internet. Unfortunately, this is one of the weaknesses of the powerful medium of the Internet. If this individual behaved like this at an "in-person" meeting, he'd likely be thrown out! But online, he thinks he can get away with it. People like this become so disconnected with reality that they get this false sense of power (not to mention self-importance).
So, what do you say to someone who sends you such a totally inappropriate email? I told him, "I didn't know the woman he was talking about but that his email told me a lot about him and that I did NOT want to get this type of slanderous communication again." He surprised me with his response. He said that he didn't know who I was and "he didn't want to talk to nobodies" like me! At first I thought, Nobody? I don't think I'm a nobody. Then I thought, Hmmm, maybe it's a good thing to be a "nobody" to a nutcase!
Have you had an experience like this? If so, tell me about it. What did you say when you got an email like this? I want to hear your feedback.
This article was originally published on Ivan Misner's Entrepreneur.com blog site. You are encouraged to post your response at http://networking.entrepreneur.com/2007/10/30/out-of-line-online/.
Called the father of modern networking by CNN, Dr. Ivan Misner is a New York Times bestselling author. He is the founder and chairman of BNI, the world's largest business networking organization. His latest number one bestseller, Masters of Sales, can be viewed at www.MastersBooks.com. Dr. Misner is also the Sr. Partner for the Referral Institute, an international referral training company. He can be reached at misner@bni.com.
BNI in the News
New Ways to Think About Selling
Want to sell more? The best advice may be to talk less.
Click here to read the article.
Chris Witting Interviews Dr. Ivan Misner on TalkZone.com
Sales are the key to success in just about any business. But how do you or your staff learn to sell? Dr. Ivan Misner's recent radio interview with Chris Witting on the "Tracking Business Leaders" show discusses this question and is available for listening at the TalkZone.com site.
Listen to the interview now (http://www.talkzone.com/archive.asp?aid=10759) to hear what Ivan has to say about:
• Sales secrets from the best of the best in his latest book Masters of Sales;
• Relationship and referral selling;
• "Attitude" as the foundation of selling;
• The roles that both passion and ability play in achieving success in sales; and,
• His favorite story in Masters of Sales, which demonstrates why you should never underestimate the value of taking the advice from others.
BNI in Germany Gets Good Ink!
BNI has gotten a lot of good press in German media this year, thanks to the initiative of individual chapter members. Go to Across the Globe to read a brief description of each, and follow links to the articles online.
BNI's Glenn Kirkwood to Receive Japanese Medal of Honour
The Japanese government will honor seven Australians in this year's Medal of Honour list.
Australians Glenn Kirkwood and Jonathan Disher were among the 17 people and three groups to receive the award for contributing to saving human lives, called the Red Ribbon Medal. While on a skiing tour in Japan, these men rescued skiers at the site of an avalanche on the Hakkoda mountain range.
Read the article.
We are informed that the Red Ribbon Medal is the highest honour the Japanese government can give for civilian bravery. Well done, Glenn!
To The Next Level
A Good Referral: Why Wait?
Twenty-seven referrals within two hours: It sounds astonishing. How can anyone possibly get that many referrals in so short a time? And even if it's possible, surely they are leads rather than warmed-up referrals, right?
But it is possible! Ian Denny, a member of Alpha Chapter in Liverpool, United Kingdom, tells us how easy it is. Since 2000, his company Multisolutions has generated in excess of £735,000 of business directly from his fellow BNI members. And along the way, he's helped many BNI members thrive by passing multiple referrals. In one case he referred one member 27 times—in one sitting!
He shares how he did it without having to endure multiple awkward cold call conversations—which absorbs all your time. Ian writes: "I had a positive experience with a fellow BNI member, Jayne Smith of Document Direct, and wanted to refer her to as many people as possible. Jayne runs a team of virtual typists who transcribe dictated work for busy people. I was able to email Jayne a voice file, and within 12 minutes, I had it back as a beautifully transcribed and formatted Word document!
"Instead of mentioning it to a few people over the next few weeks and months and giving Jayne the odd referral, I decided to immediately share the experience with people I knew." (Note: BNI only endorses sending testimonials to people you know well, never to strangers or mere acquaintances.)
In an email to all his contact, Ian wrote about Jayne's great service and told them he would be meeting Jayne for coffee in a couple of days. If they wanted to learn more about her service, they should let him know. In the spirit of Givers Gain, he made it clear he was not being paid to say this; he only wanted others to experience similar great service.
Guess what? Twenty-seven people responded.
Lessons Learned
We all share positive experiences, but it can take time to tell everyone you know. And after a while, the initial joy can diminish and you can lose momentum in telling others. So if you use the services of a fellow member and would recommend them, why not do it immediately?
Four weeks after receiving those referrals, Jayne reported back:
"From the 27 referrals, I was able to book 10 appointments immediately. Those who didn't want an appointment asked for more info by email—so there is the possibility of a future sale with some. So far I have managed to convert 50% of my appointments to a sale, which I estimate to be worth 30,000 pounds of business this year."
Ian offers five quick tips on sharing a good experience to help generate referrals:
1) Tell it as it is. Explain the situation you were faced with and how this experience benefited you. And email it—you can reach more people quickly. When you have had a great experience, strike while the mood is with you. Don't let it diminish over time, or forget to recommend because time has lapsed since the experience.
2) Address your email personally. In your salutation, use the person's first name. Use an email merge if you know how. (If you don't, visit our website and contact me. I'll send a full overview of how to do this.)
3) A referral has to be an agreement from someone you know to receive a phone call from the person you are recommending. Mention that you are seeing the person you are recommending within the next week, and that if they reply "yes," you will pass on their contact details and ask them to call.
4) Be conversational. Do not write formally! You are referring someone you know to others that you know. So keep it light and friendly.
5) Make it clear that the only reason you are doing this is because you are delighted with the product or service you received—NOT because you receive a penny for doing so.
So, go on, make a recommendation while the service experience is fresh—and enjoy helping a fellow BNI member thrive.
Ian Denny is a Director for Multisolutions. Jayne Smith is Head of Operations for Document Direct.
My BNI Story
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As the "Visitor Tracker" for our chapter, I log in our visitors for the week. Recently, I explored other aspects of the website, and I found Ivan Misner's blog. I had no idea it contained such a wealth of information—a virtual treasure chest!
I read every single article on the blog. I came away energized with this new knowledge, all right at my fingertips.
I will report all that I found at my next chapter meeting. Thank you for providing such a valuable resource to the members.
Sandy Tovey, Gems Chapter, Dana Point, California
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I am a life coach and president of the By Referral Only BNI Chapter in Baton Rouge, Louisiana. My business is built completely on BNI referrals. Every client I have, every event I conduct, and every class I teach can be traced back to a BNI referral or associate. I owe my business success to BNI, and will be an active member as long as I am in business.
Liz Reno, www.YourNextYou.com, President - By Referral Only BNI Chapter, Baton Rouge, LA
Worth the Lost Sleep!
It's hard to get me anywhere by 7 am. So when Bill Drapeau told me the Weymouth Chapter met at 7 am every Wednesday, the sleepyhead in me lobbied strongly to pass. Luckily, the businessperson in me prevailed.
Within five minutes of arriving, I decided it was worth the sacrifice. The coffee was hot, the pastries were delectable, and the members almost mobbed me in their attempts to welcome me. And I never expected the meeting to be so much FUN. I started getting leads immediately—what's not to like? I definitely plan on coming next week!
Barb Brown, Integrity Woodworking, Submitted by Patti Salvucci
The Power of BNI
Fifteen years ago, I visited South Africa as part of a Barbados Trade Mission to seek business relations in that part of the world.
Shortly after joining BNI, JER Associates put me in direct contact with South Africa again. We established our first strategic alliance with BNI member Melanie Kidson of the Cresta Chapter in Johannesburg. Melanie heads up Kidson Marketing Communications, a PR/marketing agency. We'll be doing some global projects together.
My company has also been able to establish a similar relationship with a counterpart agency in India—"Creativzt Communications," referred by BNI India National Director, Niiraj Shah.
Ricardo Blackman, JER Associates, Trident Chapter, Barbados
How BNI Sells Hondas
BNI has changed my life, both professionally and personally. I have been a member of BNI since January 2006. Last year I achieved membership in the Honda Council of Sales Leadership—achieved by only 2,000 salespeople in more than 1,000 North American Honda dealerships. My personal customer satisfaction was 99.3%.
This year my dealership has already received an excess of $1,000,000 in referral business as a result of my involvement with BNI. These numbers, however, don't tell the whole story. In the spirit of "Givers Gain," I have formed some quality relationships and have given out far more referrals than I have received.
Not bad for someone who is an introverted CPA-type!
Lou Brockman, Sales and Leasing Consultant, Lute Riley Honda, Richardson, TX
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I recently started my own life coach business. As a new business owner, I spent a great deal of time examining the business networks in the area. I checked out several referral networks before choosing BNI. I chose BNI for the structure, frequency of meetings, and personality of the chapter I was joining (you should like the people you are sharing business with!). Within two weeks of attending BNI meetings, I lined up qualified referrals that paid my BNI membership fee eight times over!
Although life coaching can be a blurry profession to many people, I found that my BNI team helps give clarity to the profession. I encourage everyone to join a BNI chapter—no matter what profession you are in!
Lisa Spahr, Spahr Consulting
BNI = Better Net Income
I recently attended a Visitor Day. One of the members included the following in a testimonial for BNI:
"BNI equals 'Better Net Income' for me."
The visitors and members got it right away—and appreciated its double meaning!
Natalie Paz-Storey, Executive Director - BNI Central Ohio
Breaking News
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The 2007 BNI International Directors' Conference was held November 15-17 at the Sheraton San Diego Hotel & Marina in sunny San Diego, California. Over 500 BNI Directors attended what many have voiced was, the best BNI International Directors' Conference to date.
So what made this year's conference "the best ever" for so many attendees? To start, famed composer and keyboardist Freddie Ravel opened the conference with an inspirational presentation titled "Tune Up to Success."
Then BNI's CEO Norm Dominguez gave a CEO Report which was amply enlivened by the good humor he intermixed with the vital BNI statistics from the past year.
BNI's Founder & Chairman Dr. Ivan Misner's Chairman's Report was perhaps one of the most memorable points of the conference as it started off with a hilarious opening video in which many of the stars from the movie "The Secret" teach Ivan valuable lessons about what it takes to create a truly exceptional Chairman's Report. Many in attendance echoed the sentiment that it is refreshing to have a Founder and Chairman who not only knows how to successfully run an international organization, but knows how to keep his sense of humor and "put the fun in the fundamentals."
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The BNI International Directors' Conference 2007 truly was an event to remember, and next years' conference in Long Beach, California, is shaping up to be even better!
The International Directors Conference was sponsored by BNI Strategic Alliance Partners Brian Tracy University, Send Out Cards, The Referral Institute, and del Fuego Publishing.
Click here to watch the International Directors Conference opening video.
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KL08 BNI Worldwide Members Event
Are you a BNI member who wants to tap into the world of opportunity available to those who do business internationally? Then you must be at the KL08 BNI Worldwide Members Event! BNI members from around the world will network at this 2008 event, which will take place at the prestigious Kuala Lumpur Convention Centre May 27-29. Speakers from around the world include BNI Founder and Chairman Dr. Ivan Misner, Penny and Thomas Power (the people who launched Ecademy), and Martin and Gillian Lawson (national directors for the UK).
If you book before December 31, 2007, you will receive the "early bird" discount—$248 for the two-day event (members) and $338 for the three-day event (directors). This tremendous value includes lunch and the fabulous event dinner, which includes three cabaret acts, such as the famous "Lion Dance!" Don't delay—book your spot today!
Dr. Misner and the organizing committee recommend that well-established, financially-sound chapters use chapter funds to send a delegate. A member who has contributed much, can report back, and will bring back referrals for other members. The organizing committee is actively seeking sponsors. Only 25 trade stands are available, so you should act quickly! Trade stands can be booked at http://www.bni-worldwide.com/ww/index.php?page=trade-stands.
Visit the website (www.bni-worldwide.com) and reserve your spot!
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BNI's 2007 Membership Extravaganza was held in New Orleans in October. There were 105 winners from 30 different regions, and more than 210 people were in attendance. Winners stayed at the Hotel Monteleone, which is known as the "Gateway to Bourbon Street." Members enjoyed a festive networking evening held by Dr. Ivan Misner, which was followed by a workshop on Masters of Sales. Members had the opportunity to sightsee and go on various tours, including swamp tours, cemetery tours, and plantation tours.
The city of New Orleans has experienced a remarkable recovery since Hurricane Katrina, and looks better than ever. Winners and their guests had a wonderful, enjoyable time.
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Coming in January 2008: BNI's first networking curriculum, BNI Networking Secrets. This three audio Car Coach CD® series received rave reviews at the BNI International Director's Conference in San Diego. It gives every BNI member the opportunity to learn directly from Dr. Ivan Misner and Tom Fleming.
For a quick update, go to www.bninetworkingsecrets.com. Be sure to check SuccessNet in January for a full story on how BNI Networking Secrets is already increasing the success of BNI members.
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Having the right emotional state enhances your networking skill and effectiveness.
Have you ever noticed how your mood affects your ability to network? When we feel good, business seems to pick up. When you feel anxious or stressed, networking often doesn't bring the connections you hoped for.
There is a scientific reason for this. Ground-breaking research at the Institute of HeartMath® has revealed a link between our emotions and the ability to think and communicate effectively. When we feel anxiety, stress, or frustration, our body's level of the stress hormone cortisol increases and the rhythmic patterns of our heart become chaotic. This affects our ability to think clearly and communicate effectively.
Dr. Ivan Misner is a member of Transformational Leadership Council (TLC), a group of leading speakers, business people, and thought leaders. The TLC members were introduced to HeartMath's new pocket-sized technology called the emWave® Personal Stress Reliever. The emWave measures your heart rhythm pattern and gives you instant feedback though a discreet built-in sensor. It guides you through a simple three-step process to achieve a balanced, energized, and productive state within minutes.
At Ivan's request, HeartMath is offering a 15% discount and a 100% satisfaction guarantee to BNI members. The emWave normally sells for $199, but is only $169 for BNI members. To learn more or order, go to the special TLC order page www.heartmath.com/tlc.html. (Your discount will automatically be applied on the last page of the ordering process. If for some reason the offer does not appear, enter the coupon code VTLC1007 on the "Review & Complete Order" page at checkout.)
Words of Wisdom From Brian Tracy
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10 tips to attract others to you.
Charisma begins largely in the mind of the beholder.
And lasting charisma depends upon the person you are, more than the things you do. You can build your charisma—and change people's perceptions of you—by utilizing the 10 great powers of personality.
1. Power of purpose. Men and women with charisma have a clear vision of themselves, where they're going, and what they're trying to achieve. Leaders know exactly what they want and what they have to do to get it. They plan their work and work their plan.
You can increase your charisma by setting clear goals for yourself, making plans to achieve them, and working on your plans with discipline every day—and you begin attracting the people and opportunities necessary to make those goals a reality.
2. Power of self-confidence. Men and women with charisma strongly believe in themselves and in what they are doing. Self-confidence is often demonstrated through courage. People are naturally attracted to those who have an unshakable belief in their ability to rise above circumstances and attain their goals.
One of the ways you demonstrate self-confidence is by assuming people naturally like you, accept you, and want to do business with you. For example, one of the most powerful ways to close a sale is simply assuming that the prospect has decided to purchase the product or service, and then go on to wrap up the details.
3. Power of enthusiasm. The more excited you are about accomplishing your goals, the more excited others will be about helping you. Emotions are contagious. Every great man or woman has been totally committed to a noble cause and, as a result, has attracted the support and encouragement of others?in many cases, thousands or millions of others.
4. Power of expertise. The more knowledgeable you are, the more people will perceive you as charismatic. Others will admire your knowledge because of the impact it can have on their lives. This is also the power of excellence: Being recognized by others as an outstanding performer in your field. Men and women who do their jobs extremely well and who are recognized for the quality of their work are those who naturally attract the help and support of others.
5. Power of preparation. Whether you are calling on a prospect, meeting with your boss, giving a public talk, or making any other kind of presentation, when you are well-prepared, it becomes clear to everyone. The careers of many young people are put on the fast-track as a result of their coming to an important meeting well-prepared.
Whether it takes you hours or even days, take the time to get on top of your subject. Be thoroughly prepared so nothing will faze you. Often, this effort will do more to generate the respect of others than anything else.
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6. Power of self-reliance. The most successful men and women in America are self-reliant. They look to themselves for the answers to their questions and problems. They never complain, and they never explain. They take complete ownership of projects. They volunteer for duties and step forward and accept responsibility when things go wrong.
The self-reliant leader takes charge and accepts complete responsibility for getting the job done. This enhances your sense of control and power and attracts others to help you.
7. Power of image. Intrapersonal image, or self-image, is the way you think about yourself in any situation. This self-image impacts the way you perform and how others perceive you.
Then there is interpersonal image. This is the image you convey to others. The way you look on the outside influences the way people respond to you. Successful men and women are very aware of how they are coming across to others. They take a good deal of time to think through every aspect of their external appearance to assure that it is helping them rather than hurting them.
8. Power of character. Charismatic men and women invariably have high values and principles. They are extremely realistic and honest with themselves and others. They have clear ideals, and they continually aspire to live up to them. They speak well of people, and they guard their conversation, knowing that everything that they say is being remembered and recorded. They are aware that everything they do is contributing to the formation of others' perceptions of them.
When you decide to act consistent with high principles, you are admired and respected by others—and you'll attract the help and support of people you admire. You activate the law of attraction in the very best way.
9. Power of self-discipline. Men and women of charisma are highly controlled. They have a tremendous sense of inner calm and outer resolve. They are well-organized, and they demonstrate willpower and determination in everything they do.
The very act of being well-organized and having clear objectives demonstrates your discipline and control. It causes people to respect and admire you. When you then exert your self-discipline by persisting in the face of difficulties, your charisma rating goes up.
Men and women who achieve leadership positions, who are perceived as charismatic, possess indomitable willpower and the ability to persist in a good cause until success is achieved.
10. Power of result-orientation. In the final analysis, people ascribe charisma to those men and women who they feel can most enable them to achieve important goals or objectives.
Men and women who make great sales, or who establish admirable sales records, develop charisma in the minds and hearts of their coworkers and superiors. They are spoken about in the most positive way. Men and women who are responsible for companies or departments that achieve high levels of profitability are also perceived as charismatic. They develop what is called the "halo effect." They are perceived by others to be extraordinary men and women who are capable of great things. Their shortcomings are often overlooked, while their strong points are emphasized.
You can develop this kind of charisma that opens doors for you by going to work on yourself consistently and persistently. You'll become the kind of person everyone admires and looks up to. That's what charisma is all about.
About Brian Tracy:
Brian Tracy is Chairman and CEO of Brian Tracy International, a company specializing in the training and development of individuals and organizations.
Brian Tracy has consulted for more than 1,000 companies and addressed more than 4,000,000 people in 4,000 talks and seminars throughout the US, Canada and 46 other countries worldwide. As a keynote speaker and seminar leader, he addresses more than 250,000 people each year.
Brian has studied, researched, written and spoken for 30 years in the fields of sales, entrepreneurship, economics, history, business, philosophy and psychology. He is a top-selling author of 42 books that have been translated into 35 languages and which are sold in 52 countries.